Once a prospective affluent client expresses their initial interest in the services we offer, the challenge becomes, how do we keep that person interested and engaged with us? That’s crucial if we are to transition a prospect into an actual client.

The answer is to often fly the plane at a slightly higher altitude.

Here’s what I mean by that.

It’s important to remember that what you’re really selling is the affluent luxury lifestyle. How you actually make your money-your financial advice, real estate, ...